In IT appointment setting, knowing who are the people to give your services to is as important as the service that you are offering. After all, they are the ones holding the purse. Besides, no matter how good your marketing process is, if you are targeting the wrong set of prospects, then you will never generate IT sales leads at all. It is best that you work on that. A good place to start would be to know the buying stage of your prospects. We can classify these stages into three, which are:
- Negative – these are the people that pretty much embody the ‘no’ reaction. They see no reason to do business with you. Indeed, they may not be receptive to your IT lead generation team at all. If you think the potential profit is worth it, be ready to expend a lot of effort on this.
- Neutral – basically the fence-sitters of your market. They are at the stage where they either jump in your B2B leads bandwagon, reject you outright, or remain passive and watching you at the sidelines. You have to work a bit on your marketing skills on this to succeed.
- Positive – while they might seem easy to turn into customers, take note that these prospects have the worst tempers if you fail to deliver. Think carefully of what you promise and make sure that you do what you say before you make your IT telemarketing call.
Remember these kinds of business prospects, and you will find it easier to handle your IT appointment setting campaign.